Business Development Executive

Business Development Executive

Team: Business Development | Reports to: Director Business Development

Territory: Innovative's service area (Maryland, Virginia, West Virginia, Pennsylvania, and the DC Metro area), with a primary focus on expanding in the DC Metro region

Base Location: Hagerstown, MD headquarters

About the role

Since 2001, Innovative Incorporated has helped organizations across the region run on technology they can trust. Today we're building something more deliberate: the Modern MSP Operating System, a foundation that keeps clients secure and running, and helps them move toward a higher standard over time.

We're looking for one to two Business Development Executive(s) (3+ years of B2B new business sales) or Senior Business Development Executives (5+ years). You'll find, open, and close new managed IT and fractional CTO consulting clients anywhere in our service area, with our strongest focus on growth in the DC Metro region.

This is a hunter role. You'll own new deals from the first conversation through to the signed agreement. The qualities we care about most are executive presence, business acumen, emotional intelligence, and a solid working knowledge of business technology.

Sales engineering or technical experience helps, but you don't need it because on the most complex deals, our CTO and engineering teams will back you up. However, you should have enough understanding of business technology to run basic technical discovery yourself, usually with leaders who aren't technical. Expect to sit down with owners and executives, ask good questions about how their business works, and learn how their network, security, and systems are set up. Then show them a risk or an opportunity they hadn't thought about.

From there, you'll find the Mobilizers. The term comes from The Challenger Customer, and if you've read it, you'll recognize how we sell. Mobilizers are the people in a buying group with the drive and credibility to push for change, and they'll champion an idea inside their own organization. Your job is to give them what they need to bring the other decision makers along, so the whole group gets to a signed agreement together.

You'll be one of the first hires on a growing new business team, working directly with our Director of Business Development.

Our core values

• We are zealous for technology
• We are committed to constant improvement as we pursue perfection
• We advocate for others and are empathetic to their needs and circumstances
• The ball is always in our court
• Perception is reality, and must always be managed
• We are fast and agile

About Innovative

Innovative is a Managed Services Provider founded in 2001 and headquartered in Hagerstown, MD. We have a growing presence in DC, with an office on K Street, and we serve clients across Maryland, Virginia, West Virginia, Pennsylvania, and the DC Metro area.

For 25 years we've kept our clients' technology running and secure. That work still matters, but the bigger opportunity is what comes next. Most growing organizations don't have a technology leader in the room when they make big decisions about AI, compliance, security, or which tools to build on. We fill that seat. Our fractional CTO consulting sits on top of managed IT and helps leaders put AI to work, get ahead of compliance and data governance, tighten their security, and get more out of the technology they already pay for. Most MSP salespeople never get to have that conversation. You'll be leading it.

A few reasons this is a good place to sell:

• You're not on an island. You own your number and you're accountable for results, but you won't carry it alone. Engineering, account management, and leadership all have a stake in your success, and we want to hear what you need to win.
• Backup when deals get complex. Experienced teammates help with technical scoping, pricing, and proposals so you're never figuring it out alone.
• A team that actually knows each other. We spend real time together in person, and those relationships make every deal easier to close and deliver.
• A company run on EOS. We set clear Rocks, get our to-dos done, work through issues with a real process, and track a weekly scorecard. People here own their commitments and follow through. If you've read Traction, you'll know how we operate.

Who you'll sell to

You'll sell to privately held organizations with roughly 10 to 250 employees where technology drives the business: professional services firms, nonprofits, healthcare practices, manufacturers, and associations across our service area, with a focus on growth in the DMV. Your buyers are owners, presidents, executive directors, CFOs, and operations leaders. In co-managed deals, you'll also work with internal IT leaders.

What these leaders have in common is how they think. They're building something, and they see technology as a way to grow the business rather than a cost to keep down. They're busy and wary of IT jargon, and many have had a provider who only showed up when something broke. They want an advisor who understands their business, tells them the truth about their risk, and helps them make decisions with confidence. They buy on trust, often through referrals, and they stay for years when you deliver.

Monthly recurring revenue is the name of the game. Average deals range from $3 to $8k/month. Smaller deals can close quickly, while bigger ones take more nurturing. You should have a track record of nurturing long sales-cycle deals from beginning to end.

What we provide

• Pipeline support. While lead volume varies and isn't guaranteed, you won't be prospecting in a vacuum. Our outbound program, marketing, and team referrals all contribute to your pipeline-building efforts.
• Sponsorships and memberships. We support the professional organizations that put you in front of your intended audience, and we rely on you to tell us where you need to be to succeed.
• Opportunities from our existing pipeline will be handed over to you throughout your ramp-up period.
• Technical scoping support. Our technical team handles detailed scoping on complex deals and RFPs.

What you'll own

• Net-new pipeline. Prospect into target accounts with a point of view worth a leader's time, work referrals and networking relationships, and follow up on leads from our outbound program.
• The full sales cycle. Run discovery, scope the technical environment, build the business case, present proposals, negotiate, and close. You set the agenda, drive next steps, and keep every stakeholder moving.
• A new monthly recurring revenue quota. Ramp to a quarterly new MRR quota, reached over your first year.
• Clean handoffs. Transition closed clients to our projects team for onboarding and our strategic accounts team for account management, with a clear scope and expectations.
• Accurate CRM. Keep activities, contacts, and deals current so the team always knows where things stand.
• Community presence. Represent Innovative at chamber, association, and industry events across our service area, with a focus on the DC Metro region.

What success looks like

Our best deals come from relationships and start with a give-first mindset. That's why you get a full year to ramp to quota. Your first 90 days are for learning alongside our Director of Business Development, with a guaranteed commission while you ramp.

Here's what your ramp will look like — the timeframe and what you'll have done at each stage:

• Days 1 to 90: Shadow live deals end to end, learn our services and pricing, and start running discovery on your own with leads from our outbound program, marketing, and your own outreach. Map your DC network and book your first introductions. During this stretch we'll focus on behavioral metrics: how many events you attend each week, how many qualified leads you generate, how many meetings you book with potential buyers and referral sources, and how well you track relationships and activity in the CRM so your touchpoints stay consistent, relevant, and compelling. No quota, with guaranteed commission.
• Months 4 to 6: Own your discovery and proposals, and get your first proposals out, starting with smaller, less complex deals. [Quota ramp details being finalized]
• Months 7 to 12: Close your first clients and keep building toward full quota.
• Month 13 and beyond: Carry the full quarterly new MRR quota.

What you bring